Target with Intent: How to Identify and Pursue Your Ideal Government Customer By: Dr. Zamora Crawford Olin, DBA, MBA

Dr. Zamora Crawford Olin is the CEO of Crawford Olin, LLC, and Founder of the GovCon Growth Lab. An expert in federal acquisitions and small business development, she helps entrepreneurs navigate and succeed in government contracting. Learn more at crawfordolin.com and connect with the GovCon Growth Lab community. In government contracting (GovCon), opportunity is everywhere! For small business owners, especially those new to the federal marketplace, it’s tempting to cast a wide net and pursue every solicitation that even loosely aligns with your capabilities. But here’s the truth: trying to serve everyone often results in serving no one well. Success in the government space isn’t about bidding more; it’s about bidding smarter. The most effective small businesses don’t win by luck; they win by choosing their customers with care, learning everything they can about those agencies, and tailoring their approach for maximum impact. This article will show you how to create a focused ...